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Software Development, AI & Data Engineering

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The pipeline behind the growth

Client: Swiss Helicopter Engineering

Cockpit Floor Window applicata ad un elicottero, vista da sotto.

INDUSTRY

Industrial

CHALLENGE

Swiss Helicopter Engineering had built a highly specialized product that was already drawing real market interest. The challenge: putting structure around that growth, with a clear process for handling inquiries, quotes, and after-sales work — without overloading the technical team.

RESULTS

The project gave SHE a clearer, traceable system for running the full commercial and operational flow, with information centralized in HubSpot and easier collaboration across technical, sales, and support teams.

KEY PRODUCT

HubSpot

  she-ag.ch

Swiss Helicopter Engineering is a Swiss company specializing in certified solutions and projects for aviation. Headquartered in Gordola, it runs a multidisciplinary team that combines engineering know-how, hands-on field experience, and the backing of one of Europe's largest aviation groups. Their work centers on safety and reliability — and on translating complex operational requirements into solutions that are certified, practical, and ready to fly.

Challenge

Swiss Helicopter Engineering had a strong product on its hands: an aftermarket solution designed to give pilots better downward visibility during complex operations — cable work, long-line missions, and other high-precision flights.

The quality of the product, paired with strong competitive positioning, started generating real interest in the market. At that point, the challenge wasn't about creating demand. It was about building a process that could absorb it. Inquiries, compatibility checks, quotes, deliveries, and after-sales support all needed a clearer, more consistent, more traceable flow.

That's where the real issue was: protecting the value of deep technical expertise, without letting the specialists get pulled into the most repetitive operational and relational work, day after day.

Schermata della landing page di prodotto vista su mobile
Cockpit floor window vista dall'alto durante un volo.
Un deal è un elemento che racchiude tutte le informazioni per tutti gli operatori del team.
Chiusura della cockpit floor window per passeggeri
Brochure informativa scaricabile dal sito

Solutions

To support that growth, we designed a commercial and operational system built around the real steps of the sales process. Starting from the HubSpot infrastructure already in place, we rebuilt the entry point for requests through a dedicated product landing page, with an activation strategy running across flyers, digital channels, and a downloadable technical brochure.

On that foundation, we built out a complete sales pipeline designed to turn early interest into an organized, manageable flow. From lead capture and technical compatibility checks, to quote preparation, deal close, and delivery coordination — every stage was defined to keep the process moving and give the team more operational control.

The work didn't stop at funnel design. We introduced specific operational rules: dedicated properties, mandatory checkpoints, and stage-progression criteria that make sure deals only advance when the right information is in place — while keeping the flexibility needed for specific cases, like reseller deals.

In parallel, we built out an after-sales pipeline with one goal: distinguishing between requests a service operator can handle directly and the ones that need to go to engineering. The result is a traceable flow that covers tickets, warranty, quotes, invoicing, parts supply, and repairs.

Sales Pipeline

1. New request

Every new inquiry gets logged, qualified, and turned into a real opportunity worth evaluating.
2. Checklist form

Technical compatibility is verified through a checklist that surfaces constraints, requirements, and exceptions up front.
3. Quote to do

Once feasibility is confirmed, the team puts together a quote based on the specs and operational conditions that came up.
4. Quote pending

The quote is out and under review, with the team aligning on timing, support, and delivery terms.
5. Close won / lost

The deal closes either with quote acceptance and handoff to delivery coordination, or with the loss recorded and reasons captured for future reference.

After sales pipeline

Schema che descrive l'After Sales pipeline per l'ingegnere e l'operatore

After sales pipeline

Schema che descrive l'After Sales pipeline per l'ingegnere e l'operatore

Results

The clearest results show up at the operational level. SHE now runs on a more structured system for handling commercial inquiries, compatibility checks, quotes, deliveries, and after-sales work — with cleaner workflows and responsibilities better distributed across sales, support, and technical functions.

The team has also started pulling past relationships and opportunities into HubSpot, rebuilding customer history and consolidating information that used to be scattered across different places.

Internal collaboration has gotten stronger too. Connecting the team inboxes and reorganizing the pipelines makes it easier to hand off information between people, and sets up the next step: letting engineers spend more of their time on the work that actually requires their expertise.

Matteo Confalonieri

"We needed a system that could help us manage growth without pulling focus away from our technical work. Today we have a much clearer process, a centralized history of every relationship, and a solid foundation for coordinating sales, delivery, and after-sales work more effectively."

Matteo Confalonieri
Head of Office of Airworthiness

If your company is growing faster than the processes built to support it, let's talk.
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